There are 3 types of salespeople in general: transactional, whale hunters and someone in-between. Transactional salespeople won’t make good whale hunters and vice versa. It has to do with motivation. …
Why Transactional Sales Folks Won’t Be Consultative Read More »
A certain VP at a currently bankrupt provider asked me if the industry isn’t better with a strong CLEC. I said of course the industry is better with a strong …
Many channel heads want a channel like Microsoft or Cisco in the 90s and 2000’s. Yet I am uncertain if they understand the nuances of the Cisco & Microsoft channel programs …
I have a hard time telling the Big 3 apart. RingCentral, Vonage and 8×8. They make the same noise, about the same things and all have very similar functions – …
This rumor still persists: that Mitel and Avaya will merge and create a company that will rival Cisco and Microsoft in the UC space. Wall Street likes the idea of …
As I have written before, Partner Marketing for the most part is awful or at the very least ineffective. We live in a time for personalization or at the least …
